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Oct 27, 2016

I WILL TAKE RESPONSIBILITY FOR FOLLOWING UP ON THE REFERRALS I RECEIVE

by Steve Mix

One
of the things that I like about inducting new members and renewing members is
when everyone stands up and recites the code of ethics.

One
of the things I have heard some chapters do is change #4 to, I will take
responsibility for following up on the referrals I receive AND GIVE.

Let's
break that down.Why and
how should we do that.

Follow
up with the member you GAVE the referral to and ask these questions:

Did you contact the referral?

How did it work out?

Did it turn into business?

What could I have done differently to make it go smoother?

Think
of the added knowledge you just received. You are now better equipped to give
another referral to that member.

Follow
up with the referral that you RECEIVED (The member who gave you the referral).
Talk about the following.

Talk to the member to get more information about the referral before
you reach out to the referral.

Determine the best way to do the introduction, (Email, Text,
Phone, or in person).

Connect with the referral.

Give feedback to the member.
If it led to a meeting, did it turn into business (you do NOT have to
say how much business).

If it did not lead to a meeting, what could have been done
differently by the member who gave the referral to help it go smoother?

The
intent on following up on both sides of the equation is to gain more knowledge
on what is a good referral, what is a bad referral, and to train each other on how
to increase the effectiveness and value of each referral given.

I
have seen this method put into place and have seen the average value of each
referral go up.

My
challenge to you, try this for 90 days.Track
it and be purposeful with each referral given and received.I
would love to get an email from you to hear your personal story and the impact
on your chapter and your business.